Business Relationships for Competitive Advantage
Managing Alignment and Misalignment in Buyer and Supplier Transactions

Authors: Andrew Cox, Chris Lonsdale, Joe Sanderson, Glyn Watson



This book provides the first summary and critical appraisal of the thinking that currently informs the management of business relationships, from the perspectives of both the buyer and supplier. The authors argue that these approaches are one-dimensional and instead recommend a more holistic approach based on power, interaction and portfolio perspectives. The book provides evidence of how relationships can be aligned and misaligned in practice, using eighteen examples drawn from a variety of business cases and circumstances.

Table of contents

Front Matter
Pages i-xii

Business Relationship Management in Theory and Practice
Front Matter
Pages 1-1
Current Approaches to the Analysis of Business Relationships
Pages 3-31
Power, Leverage and the Strategic Purposes of Business Relationships
Pages 32-51
The Operational Means for Successful Business Relationship Management
Pages 52-94
A Framework for the Alignment of Buyer and Supplier Relationships
Pages 95-131

Alignment and Misalignment in Business Relationship Management
Front Matter
Pages 133-133
Cases in Aligned Buyer and Supplier Relationship Management
Pages 135-162
Cases in Misaligned and Sub-Optimal Buyer and Supplier Relationship Management
Pages 163-192
Cases in Dysfunctional Buyer and Supplier Relationship Management
Pages 193-222

Decision Support Tools for Improving Business Relationships
Front Matter
Pages 223-223
A Way Forward for Managers
Pages 225-238

Back Matter
Pages 239-246